This is a rough script - needs revision.

Remember tools at your disposal, including: Product specialists, branch team, programming (Dealer Growth Plans, A+, PLP, customizable rebates, etc), and your unique value (what are you willing to do that your competition is not?)

Second Meeting Script

Introduction:

• Hi [Client's Name], it's great to see you again. I appreciated our last conversation about [Client's Company] and have given a lot of thought to what you shared. Today, I'd like to delve deeper into some of the points you raised and discuss how [Your Company] can offer tailored solutions. Before we start, is there anything new you'd like to add since our last meeting?

Addressing Points from the First Meeting:

• Last time, you mentioned that [mention a specific goal, challenge, or concern they shared]. I've come up with some ideas on how we can support you in this area. [Briefly outline a solution or idea, leveraging tools like PAP, product line, etc.]
• You also highlighted [another point they raised, such as a challenge or a requirement for a vendor/partner]. I spoke with our [branch manager/marketing team/programming department] and here’s what we can offer to address this.

Asking the Key Question:

• Based on our discussions, it seems that [summarize their core needs or challenges]. I want to ask, if [Your Company] could [specific action or solution that addresses their need], would you be interested in working with us?

Setting Up a Follow-Up Plan:

• To ensure we cover all bases, I propose we set up a 90-day plan. This will include [mention specific steps or milestones, such as product demonstrations, meetings with specialists, a trial period, etc.].
• How does that sound to you? Would you be open to scheduling a series of follow-up meetings to monitor progress and make adjustments as needed?

Closing:

• Thank you again for your time and for considering [Your Company] as a potential partner. Your insights have been invaluable in understanding how we can best serve [Client's Company]. Let's set a date for our next meeting to start implementing this plan.
• Before we conclude, do you have any questions or additional points you’d like to discuss?

This script is designed to build on the rapport established in the first meeting, addressing specific points raised by the client and proposing a clear plan of action. It aims to demonstrate that you have listened to their needs and are prepared to offer customized solutions. Remember to stay flexible and responsive to the client's feedback throughout this conversation.